So most of us have friends. They come in all shapes and sizes. You are closer with some more than others. Some you hang out with more often. Some are “on-line” friends or “work” friends but they all get the label friends. They all on some level have a place in your world.

At the same turn, each of them needs or wants something from you. Some need/want more than others. At various times one or more of them may need a lot from you. Over time some friends sort of increase in value(feelings) while others get less. But they are all still your friends.

Several times a month a new person hires me and I am shocked. See I know I am “good” and I know how to do a lot of things. But there is a recurring theme, there is really no reason why this opportunity should exist. There is no reason why this person should have called. But then again there are quite a few.

The one that set me over is something like this, husband and wife with the same agent for 20+ years. Husband and wife fit perfectly into dozens of companies; married, great credit, college degrees, home owners, clean records. He is also a business owner and the paths fairly regularly cross with the agent who should appreciate his business. Sounds familiar?

With several hundred companies offering auto and home insurance in the U.S. you would think a bit more variety would exist. The reality is that the majority of them are after the same demographic; good to great credit, home ownership, college educated, multiple cars. Then there is everybody else. With a constant turn over of actuaries and heads of underwriting everybody else inevitably can get luck and fit into a preferred companies model. Generally due to a fluke in the sophistication of underwriting. But the reality is still that there are only three prices available to the public and YOU choose your price.

So in the iconic sales based movie Glengarry Glen Ross the scene emphasizing “Always be closing” stands out as a signature moment;

Although the scene itself(**Some language, not for everyone) is brief the message it portrays covers decades of sales attitude. Good for the rest of us that those decades are over and people much prefer to be buy then be sold.

Then of course there is this;

About all this line, made famous here **some language** Coffee in my world is for OPENING.

A rate $600 higher than the market will bear. Such a shame. I have been told that if an insurance company has a customer with no claims they become profitable within about three years. Based on this it is safe to say a customer of 62 years has earned your company some money, yet you let them go. Kind of like the goofy T.V. or movie scenario where the employee of 30 years gets a cheap watch and a certificate of appreciation.

In your own world be sure that loyalty goes both ways. Loyalty is earned and should not be given. If you vote with your dollars you will likely not have this happen to you.

I had an unfortunate moment last Thursday when my car was struck by another one. Now that I have had some time to relax and think I thought I would right you a letter. I believe that if you are going to hand out feedback you need to be willing to share good and bad. DISCLAIMER, I have been haphazardly recommending you for about ten years since a previous employer had arrangements with you. Shame on me.

I say this a couple of times a week. When it comes to insurance there are two specific times that this is a popular phrase; claims and loyalty.

With claims, I am asked “but will my rate go up?” Odds are pretty good but it is not certain that your rate goes up if you file a claim. I have seen plenty of awful driving records but since they have not had their records reviewed by the current company the rate is solid. That doesn’t mean rates do not go up with claims, it just means that you have somehow avoided having your record looked at. Also find it amusing to watch Nationwide and Allstate advertise “diminishing deductibles.” Seriously, most people do not have claims. The most common claim is an auto insurance glass claim and that already has no deductible. In my opinion you are better off holding on to to your money.